Director of Sales, DMC

2 weeks ago

Orlando, United States Shannon Connex Recruiting Full time

Before you read further, you should have a minimum of 5 years of experience in sales, specifically in business events, DMC, incentive travel, or event management. Anything outside of these areas of business will not be accepted.


This National Destination Management Company (DMC) is the market-leading business event management firm, delivering unique experiences that move hearts, minds, and businesses forward. Blending Passion, Reach, and Authenticity, they work collaboratively with clients to craft creative, multi-sensory attendee journeys to leave a lasting impression.


This position is based in Orlando and offers a hybrid remote/in-office schedule, working on average 2 days in the office and 3 days from home.


Primary Responsibilities

  • Determine annual goals and gross profit plans by implementing marketing strategies and analyzing trends and results.
  • Manage Regional Sales Managers to ensure goals are achieved.
  • Develop and maintain sound employee relations at all levels, including counseling and disciplining employees and planning, monitoring, and appraising job results.
  • Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products.
  • Implement national sales programs by developing field sales action plans to ensure generation and growth within assigned territories.
  • Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
  • Establish and adjust selling prices by monitoring costs, competition, and supply and demand.
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
  • Oversee "closing" program contracts with problematic clients, qualifying leads, and developing program ideas for leads.
  • Develop travel budgets and schedules for the VP and/or GM's approval, as well as monitor the client marketing budget.
  • Represent the company at key associations and industry groups through membership, including tradeshows and local networking events, to meet potential clients.
  • Responsible for remaining current and knowledgeable of industry trends and developments.
  • Contribute to team effort by accomplishing related results as needed.
  • Perform other duties and responsibilities as required or requested.


Qualifications:

  • Minimum 5 years' experience in sales, specifically in a Business Events Company, DMC, incentive travel, or event management company only.
  • Bachelor's degree in Business, Management, Marketing, Hospitality, or related area.
  • Must be an effective sales leader with notable experience leading and directing sales teams.
  • Destination knowledge in the areas geographically located in the surrounding areas (Orlando) of their assigned office(s).
  • Industry relationships in these areas.
  • Record of success in sales and marketing strategies, accomplishing goals aligned with organizational strategic planning, including annual goals and gross profit.
  • Experience with client development.
  • Ability to provide solutions and/or resources to challenges/opportunities that may arise during the development and sale of programs.
  • Ability to develop and maintain strong supplier/partner relations at venue and community locations, including negotiation on behalf of clients for best locations, terms, etc.
  • Ability to professionally represent the company at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings.
  • Proven experience in the management of a sales force including training, motivating, and regular job appraisals.
  • Strategic planning experience, including analyzing trends, establishing sales goals and profit margins.
  • Expertly proficient in Excel, Word, PowerPoint, Outlook, and other software deemed necessary for the job.
  • Must be able to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents.
  • Must be able to respond to common inquiries or complaints from clients, supplier/partners, and co-workers.
  • Must be able to effectively present information and respond to questions from clients, supplier partners, and hoteliers.
  • Must be able to prepare sales reports, using complex calculations, for sales meetings and client presentations.
  • Must be able to anticipate and deal with problems involving few concrete variables in a typical office situation.


Benefits

Competitive Salary + commission

This company values and celebrates the longevity of so many of its team members. It is invested in professional and personal success and offers competitive compensation and incentives—as well as a comprehensive benefits package including a 401(k), medical, dental, vision, life, and disability insurance.


Internally, we have a robust sustainability and social impact program that includes initiatives around carbon reduction, pushing towards zero waste, supporting the American Forest Foundation and PACT-USA, working with our supply chain to ensure we have sustainable and diverse suppliers for client events and a focus on equity, diversity and inclusion. Our plans and projects are ongoing and we are excited with the changes we’ve made and look forward to the continued and increased impact we will have through these programs and initiatives.



Shannon Connex Recruiting is managing this job posting.

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